What is the biggest challenge in sales?

There is such a client whose wife is disabled and has no financial resources. She also lives on a small income, but she sends her children to the best kindergartens and borrows money to learn the best English classes. I asked him why. He said:? It's nothing to suffer for yourself, but you can't suffer for your child's education! ? If you are an education and training salesman, and all your customers have the same educational philosophy, then your sales work is not easy to do.

There is also such a customer, this enterprise is a group company with annual sales of several hundred million, but the office system and server system use pirated software. I asked their business manager why. He said:? Nowadays, pirated software is everywhere. You can buy the same thing for tens of dollars. Why spend hundreds of thousands? If you are a salesman of this software company, all your customers have the same genuine consciousness as them, how difficult your job will be.

From the comparison of the above two customers, we can see that the customer's budget (economic strength) is not an absolute difficulty, but the customer's concept and consciousness. Although people are the most emotional animals in the world, they are also the smartest and most complicated animals. It is a very challenging thing to make all kinds of customers accept you.

In this way, we can see that the biggest difficulty in sales is to change the concept and consciousness of customers, which is also the core difficulty in sales. Generally speaking, people's concept consciousness has accumulated for more than ten years or decades. It is difficult to change quickly, so how to control and guide it effectively?

How to improve the efficiency of marketing?

First, effectively control and guide consumers' ideas.

1, do not change, only guide. Some salesmen are easy to impose their ideas on customers, which makes them rebellious. I think customers have self-esteem and don't want to be easily changed by others, especially those who have achieved a little, and their self-esteem will be stronger. Only by using effective methods to guide customers, such as: comparison, putting facts, reasoning, empathy.

Take the second customer as an example, we can guide the customer like this: I can understand your idea very well, but we can put ourselves in your shoes. If all enterprises think so, then our enterprises will have no profit, we will not be able to develop such good software, and there will be no piracy in the market. Then the company can't even use pirated software, so a big group company like you should support more genuine software. Besides, the company's use of pirated software also involves copyright issues, which will have a very bad influence on the company in the future, don't you think?

2. Emotional guidance. For sales, customer relationship is very important, and deepening customer relationship can also guide customers' conceptual awareness. Although human mind is the most diverse and complicated animal, human is also the most emotional animal. When customers accept and recognize you as a person, they are more likely to accept your ideas. Therefore, emotional input is also necessary, which is also the most commonly used method in sales.

3. Interest orientation. Although it is difficult to change people's ideas and consciousness quickly, it is easier to compromise in the face of interests, that is, some sales are used to commercial bribery and sales kickbacks. Although this method may be faster, it is not the best method and it is very risky.

4. Market-oriented. Although people's ideas and consciousness are difficult to be changed quickly by ourselves, they are easily changed by the current market environment. When only 65,438+0 out of 65,438+000 people have such consciousness, the customer's consciousness is not easy to change, but when more than 60 out of 65,438+000 people have such consciousness, the customer's consciousness is also easy to change. If the customer really can't accept it, let him go first, but keep a certain relationship until most people in the market are conscious, and the customer will naturally be conscious.

Second, improve marketing efficiency.

1, correct attitude and build confidence. How many successful examples of entrepreneurs let us know that marketing is a very challenging way to get rich through intermediaries. Nearly 80% of the world's richest people are from marketing. Therefore, marketing is a way to get rich and a successful choice. As long as you have the ambition to pursue a better future, have confidence in this road and go on firmly, you will certainly succeed. Besides, we should have a good attitude. Attitude is everything? . Take this job seriously and don't be casual. Whatever, there is no enthusiasm, just let it go. In the end, I didn't have the spirit and energy to do this job, so I became half-hearted and finally accomplished nothing. When we have confidence, we will work hard and have unexpected gains.

2. Overcome difficulties and think that you will face setbacks with a smile. The smooth road is doomed to be plain and mediocre. Of course, we will encounter many difficulties in the process of work, and we should face them with a smile. There is a saying that there are a thousand solutions to a thousand difficulties. I believe there is a solution and think about how to solve it. Don't wait, the problem will be solved naturally. So use your head to find a solution. Secondly, frustration is not terrible, it can increase our experience, let us learn a lot of truth and temper our will. Edison failed to invent the electric light 1000 times. Ask him why he is still fearless. He said: I have not failed. I know there are 1000 methods that don't work. There is no winner who has never experienced failure. Entrepreneurs, marketing guru, too, because there are setbacks and difficulties will bring success. We should strengthen our faith, go forward bravely, laugh at setbacks and meet challenges. In order to achieve a brilliant life.

3. Have a sense of responsibility and dare to take responsibility for any problem or anything. Be a proactive person and dare to do something. Don't make excuses for your mistakes. No one and no enterprise likes an irresponsible person. Take responsibility and don't make any excuses. People who make excuses are passive people. They made excuses to delay until they finally proved it? You shouldn't do this. You can't do it? Or? Is it too late? . Responsible people are aboveboard and approachable.

4. Have a comprehensive understanding of the management system, marketing plan, products and product strategies, prices and competitors of the enterprise where you work. Knowledge of product operation mode, corporate culture, product performance and suitable consumer groups should be understood. It is also very important to know the behavioral characteristics, consumption habits, consumption psychology, attitude and acceptance of the products and brands you operate. Until then, we will not be blindly confused.

5. Relationships with consumers and their own customers. When introducing products to customers and consumers, you should have confidence in your products and works. Only in this way can you have courage and self-confidence and make people feel trusted. If others trust you, they will communicate with you more, and you will have more opportunities to contact and understand customers, which is very beneficial to your marketing. In addition, observe the behavior and psychological characteristics of customers and consumers, understand their needs and desires, and prescribe the right medicine. Maximizing the interests of customers, maximizing the interests of enterprises and serving customers enthusiastically will be warmly accepted by customers. Answer the customer's questions skillfully, consider the customer's feelings before answering, don't rush to buy your own products, sell yourself first, especially your services. Satisfy customers, and you will be satisfied. Therefore, we should use our services to build a connection or bridge between goods and customers, help customers understand the goods and finally realize the transaction. Don't be complacent after completing the transaction, but always pay attention to customer satisfaction and commodity issues. And timely solve customer feedback problems, communicate more, and establish a stable customer relationship.

6. Be humble, open-minded and honest with your boss. No irritation, no contradiction, be polite. While thinking about improving your efficiency, you can do something to improve your efficiency for your boss. What kind of information does he need? Don't be too self-righteous and arrogant. Think about how the two can cooperate and maintain a good relationship. Maintain sensitivity to business and market.

7. If you do it and work hard, you will get friendly results.